Who is PathAI: PathAI is a health-tech startup focused on utilizing AI-powered pathology to improve patient outcomes. PathAI applies deep learning to the medical field of pathology, which is the “ground truth” for most disease diagnoses including for cancer. PathAI’s 700+ person cross-functional business is the global leader in AI-powered diagnostics and works with the leading biopharma companies and laboratories to improve drug development and clinical care. PathAI is venture backed by leading investors including: D1 Capital, General Catalyst and General Atlantic, as well as by strategic investors like Kaiser Permanente, Merck, BMS, and LabCorp.

Context: Over the past five years, PathAI has developed 80+ pathology algorithms (across various IO biomarkers and 15+ indications in Oncology, Hepatology, and Inflammatory Bowel Disease) that aim to tackle major challenges in precision medicine. While most of these algorithms were developed in the context of accelerating drug development, PathAI has observed a growing global demand and interest from clinical diagnostic AP laboratories to deploy these algorithms for use within their laboratories. To meet the growing demand from clinical diagnostic laboratories around the world, PathAI is building out a new commercial organization aimed at bringing our algorithms closer to pathologists.

Who We Are

PathAI is on a mission to improve patient outcomes with AI-powered pathology. We are transforming traditional pathology methods into powerful, new technologies. These innovations in pathology can help accelerate drug development, improve confidence in the accuracy of diagnosis, and get life-saving therapies to patients more quickly. At PathAI, you’ll work with a diverse and talented team of people, who are dedicated to solving complex problems and making a huge impact.

Where You Fit

The Customer Success and Partnerships Lead, Digital Diagnostics will be accountable for managing relationships with clinical diagnostic labs, introducing new algorithms to labs, and scaling the use of existing algorithms in a clinical diagnostic setting. As the Customer Success and Partnerships Lead in the commercial function, this individual will work closely with clinical diagnostic labs to train new pathologists on the software and the algorithms, scale the use of new algorithms as they are launched, work with a cross-functional team to address challenges and questions from the customer, and partner with sales reps / executives to source new revenue-generating opportunities from existing accounts. This role will work closely with the Commercial Leader - Digital Diagnostics and play a critical role in influencing and guiding launch of new algorithms in partnership with Product, Legal/Regulatory, Marketing, and Strategic Partnerships. 

What You’ll Do

• Introduce new digital diagnostic products to existing customers and elaborate the product differentiation pitch to existing customers in collaboration with marketing 
• Partner with sales reps/executives to develop an engagement plan and strategy for key accounts
• Collaborate with the full commercial team to build and refine diagnostic products launch plans
• Manage existing contracts and negotiate renewal of existing contracts and deals
• Proactively identify sales pipeline risks, develop mitigation plans, and adjust forecasts accordingly
• Proactively identify opportunities for strategic partnerships with labs beyond initial sales or algorithm deployment (e.g., evidence generation partnerships, network effect)
• Serve as the voice of the customer across challenges and opportunities to a broad cross-functional team of leaders across Product, Legal/Regulatory, Strategic Partnerships, and Marketing.

What You Bring

• 5+ years of experience in business development, alliance management, or account management with preference of 1-2 years in management consulting or high-growth startup
• Familiarity with healthtech product, artificial intelligence, anatomic pathology, and/or molecular diagnostics (preferred)
• Experience presenting and/or selling to senior and enterprise-level executives in a healthcare or clinical diagnostic setting (preferred)
• Strong interest in shaping the future of artificial intelligence powered clinical diagnostics 
• Strong people management and relationship building skills, especially with senior stakeholders and enterprise-level executives of large health systems and academic medical centers 
• Ability to work in a cross-functional team, specifically willingness to collaborate with marketing, commercial, product development, and legal/regulatory teams 
• Comfort working in a scrappy, all-hands-on-deck environment; willingness to learn, admit failures, and pivot quickly; embodies a mindset of urgency
• Hands-on, experienced, proactive, independent, articulate, and can get in the weeds but also think at the thirty-thousand foot level 
• Willingness to travel up to 50% of the time

We Want to Hear From You

At PathAI, we are looking for individuals who are team players, are willing to do the work no matter how big or small it may be, and who are passionate about everything they do. If this sounds like you, even if you may not match the job description to a tee, we encourage you to apply. You could be exactly what we’re looking for.

PathAI is an equal opportunity employer, dedicated to creating a workplace that is free of harassment and discrimination. We base our employment decisions on business needs, job requirements, and qualifications — that’s all. We do not discriminate based on race, gender, religion, health, personal beliefs, age, family or parental status, or any other status. We